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Global Alliance Director: Salesforce - 2 Years FTC (Rolling Contract)

Date: Oct 14, 2021

Location: London, United Kingdom

Company: KPMG UK

Position Title: Global Alliance Director – Salesforce
Grade: Director (A)
Role type: Full time, 2 year fixed term contract with possibility to extend
Location: UK (any office considered) (working for KPMG International on a 2-year rolling contract)
Reporting Line: Global Alliance Performance & Portfolio Lead
Travel: Some international travel expected, Covid19 restrictions allowing.

Overview:

KPMG has built a strong network of Strategic Alliances with some of the world's leading technology, data and services companies, including: Coupa, Google, IBM, Oracle, ServiceNow, Salesforce & Workday. Together, we offer global reach, added value and a combined portfolio of transformational capabilities and solutions that are designed to help solve the most pressing challenges our clients face today.
As part of the Global Alliances team, you will play an integral role in helping KPMG member firms meet their alliance-enabled growth ambitions; promoting consistency and collaboration and helping to ensure that KPMG becomes the most trusted choice for our clients.

The role
The Global Alliance Director is responsible for developing and managing the global Alliance between Salesforce and KPMG, including building high-value relationships and driving a joint go-to-market (GTM) approach that will deliver a step change in sales growth across the KPMG network. The role also presents an exciting opportunity to build relationships with senior leaders across member firms throughout the global network.

Specific responsibilities:
- Drive increase in contribution of the Salesforce Alliance to KPMG’s business on a global level
- Understand and help meet Salesforce’s needs and partnering drivers. Manage and help ensure fulfillment of expectations (aligned definitions of success, aligned resource plans, joint target account lists, joint GTM plans and governance)
- Lead the development and approval of a joint business plan that is aligned with the KPMG Global Alliances’ Strategic Growth Plan
- Support Member Firms and account teams globally and locally to identify opportunities to leverage Salesforce’s technology to identify, define and drive innovative solution development in key vertical and horizontal areas
- Collaborate with the Alliance teams in the KPMG member firms and align with their respective Salesforce counterparts
- Build & foster relationships with KPMG Management Consulting functional teams and work in collaboration to originate new sector & client opportunities
- Work with member firm Alliance Directors to ensure that pipeline results, booking reports, fiscal planning are accurately captured and shared for his/her member firm
- Work with Global Lead Partners of key accounts and agreed joint Salesforce-KPMG target accounts to ensure regular review and identification of solution opportunities
- Manage regular reviews of consolidated Alliance-related pipeline and support key pursuits
- Align with relevant priority global sector leaders to identify sector-focused strategies that leverage Salesforce-related solutions
- Manage Alliance governance though executive contact facilitation, operational reviews (QBRs), and manage the constant & frequent communication between both organisations
- Work with member firms to drive recruitment, training & enablement of resources
- Identify Alliance risk factors, and develop and implement risk mitigation
- Work with member firms and the Alliance Partner stakeholders to develop and execute a joint annual marketing plan
- Oversee all aspects of contracting / contract negotiations required to be a functioning alliance partner
- Deliverables and accountabilities
- Agreed global Salesforce Alliance plan aligned to global Alliance strategy
- Progress in execution of the global Alliance plan in regions and countries
- Alliance-related strategy implemented within key accounts / Global Platinum accounts plan
- Increased global pipeline value and conversion rate
- Achievement of annual alliance bookings targets
- Strength of key relationships KPMG-Salesforce
- Development of co-funded KPMG-Salesforce based solutions
- Number of Alliance based solutions leveraged from one country to others
- Agreed marketing and comms strategy between Salesforce and KPMG to drive market perception
- Positive feedback from national Alliance Lead PartnersSkills and experience
- Demonstrable record in Alliance and project management skills
- Significant consulting experience in the technology enablement / solutions area with a proven record of selling and delivering complex services and solutions
- Experience of the Salesforce software and service offerings
- Motivated, pro-active, and hard-working team player who is results-driven, action oriented and outcomes focused
- Attention to detail, a fast learner and well organised
- Show initiative and be able to pick up and run with new projects quickly, take on responsibility
- Ability to work under pressure, manage numerous projects simultaneously across multiple time zones and deliver within set timeframes
- A proactive communicator with excellent verbal and written English communication skills
- Confident and proactive in the adoption and use of technology
- Demonstrable and proven relationship building skills, able to hold their own with senior leaders
- Cultural awareness and understanding are essential
- Previous experience of working across functions and geographies
- Able and available to travel internationally (subject to feasibility)


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